16. For the U.S. market, Chase Bank has the credit card sales department, house mortgage sales department, student loan sales department, etc. Within each sales department, Chase also divides into individual sales groups and B2B sales groups. What type of sales department organization is it?

Selling function based

Product based

Geographic based

Market based

Combination of product based and market based

17. What is (are) the characteristic(s) for a great sales presentation?

Explains the value proposition

Asserts the advantages and benefits of the product

Enhances the customer's knowledge

a memorable experience

All of the above are true

18. Amy likes to go shopping at White Oaks Mall because it provides a "Children's garden" where her husband can play with her son. Therefore, she can spend more time selecting the clothes she likes. This is an example of ___________ for a great sales presentation.

explaining the value proposition

asserting the advantages and benefits of the product

enhancing the customer's knowledge

creating a memorable experience

all of the above are true

19. Costco recommends customers to fill out a detailed survey, which includes a set of questions regarding their demographics, shopping habits at Costco, etc. This is an example of ________ approach strategy.

Referral

Customer benefit

Question

Assessment

Product demonstration

20. When Lilly - a salesperson representing ABC bike - tries to introduce the functions of a new bike to John, he tells Lilly that he really likes Trek and has little knowledge about the ABC brand. This is a concern of ________________

Do I need your product?

Do I trust your company?

I need more time to consider your product

Is this your best price?

None of the above is true

21. Alex is a salesperson at the North Face clothes store and he is negotiating with a customer like this "I understand that this windbreaker is a little bit pricy, but this one adopts the most innovative waterproof technology, which is very convenient when you're hiking." Alex is using ___________ negotiation strategy.

Direct denial

Indirect denial

Bounce back

Compensating for deficiencies

Feel-felt-found

22. Sam is a salesperson at the GE company. One day, a customer approaches her and said, "I was told recently that you had to recall some production for the last 2 months due to a faulty relay in your switch mechanism." Sam said, "I'm not sure where you could have heard that. We have not had a recall on any of our products for over 10 years. If you like, I could provide the data for you." Sam is using _________________ negotiation strategy.

Direct denial

Indirect denial

Bounce back

Compensating for deficiencies

Feel-felt-found

23. Which of the following is true?

Sales closing happens at the end of the sales presentation.

Salespeople must use active listening skills to identify customer buying signals.

Closing is the end of sales progress.

It is critically important that the closing technique should be standardized to the buyers.

There is little involvement for customers in the sale's closing.

24. John is a staff at AMC movie theater. He asks a customer "Where would you like to seat?" by the end of the ticket sale and show the customer a seating map. This is an example of ____________

Assumptive close

Direct close

Minor point close

Alternative choice close

Buy-now close

25. Julie works at a travel agency. At the end of sales presentation, she asks the customer "Since you're traveling with family members, would you like to purchase the travel insurance individually, or would you prefer a family plan travel insurance?" This is an example of _____________

Direct close

Alternative choice close

Assumptive close

Summary-of-benefits close

Buy-now close